Major Account Consultant

2 months ago

Denver, Colorado, United States UniFirst Full time
Job Summary

The UniFirst Major Account Consultant is responsible for generating new Major Account Sales within a defined territory. This role requires a strong understanding of the sales process, including identifying target accounts, setting appointments with key decision makers, and presenting a compelling solution to improve the business.

Key Responsibilities
  • Generate a minimum of $10,400 in weekly rental revenues during each UniFirst fiscal year.
  • Identify key decision makers and navigate through complex buying environments to ensure success.
  • Use a thorough site-level needs analysis to develop custom solutions for target accounts and quantify process improvements and savings.
  • Effectively present to a diverse audience, including large committees and executives.
  • Negotiate service requirements, pricing, and other terms and conditions conducive to creating a long-term partnership.
  • Align internal groups and departments to meet and exceed prospect expectations.
  • Utilize sales force automation tools to qualify and prioritize opportunities based on contract expiration dates, market conditions, and competitive strengths and weaknesses.
  • Work with the Market Research and Development group to efficiently manage the database and increase the number of prospects and quality of information.
  • Engage with MAC Leads from the field and provide leads not meeting MAC criteria to local teams.
  • Submit prospects that meet National Account criteria to the National Accounts Division.
  • Monitor competitive market conditions, sales and pricing strategies, and buying trends to devise effective strategies.
  • Maintain an accurate funnel, forecast, and monthly activity report.
  • Achieve a minimum of 90% to quarterly commitment.
  • Meet or exceed minimum sales activity requirements.
  • Conduct oneself in a professional manner and comply with UniFirst's Code of Ethics.
  • Maintain a line of open communication with Management.
Requirements
  • Minimum of 3 years' experience in B2B hunting sales or Sales Management in a service industry.
  • Proven track record of sales success, President's Club or equivalent achievement.
  • High-level knowledge and experience managing the entire major account sales process.
  • Experience in contract negotiations with major account prospects at the Executive or 'C' decision-making level.
  • Proven track record of pipeline management and forecasting.
  • Autonomous, progressive 'take-charge' attitude, able to work under pressure and meet deadlines with minimal supervision.
  • Ability to multitask, understand, recognize, and prioritize workload.
  • High-level use of sales force automation 'CRM' tools, Microsoft Office, and Microsoft Teams.
  • Reside in the assigned Market Area.
  • Willingness and ability to travel overnight in the Market Area.
Compensation

$65,000-$75,000

Equal Opportunity Employer

UniFirst is an equal opportunity employer. We do not discriminate in hiring or employment against any individual on the basis of race, color, gender, national origin, ancestry, religion, physical or mental disability, age, veteran status, sexual orientation, gender identity or expression, marital status, pregnancy, citizenship, or any other factor protected by anti-discrimination laws.

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